How to sell anything: discover the seller you carry inside.
|
| How To Sell Anything: Discover The Seller You Carry Inside. |
Were you born without knowing how to sell, do you think you cannot, and you are afraid to try it? You need to read this
Seller, you?
Yes. As you read. Since we were born, we all became sellers. And we do not only sell things, we sell our image every day, our emotions, our feelings, etc. When you greet a person with a "Good morning," you are not only being educated, you are selling! and showing your appreciation towards that person. When you show up in an interview for a job that interests you, you're selling yourself! and showing that you have an interest in that vacancy. That's right: we all bring the sales chip, only that we have to know how to develop it.
What is selling?
According to the Dictionary of the American Marketing Association, the sale is not a single activity, it is a "set of activities designed to promote the purchase of a product or service." And therefore, involves an orderly process to effectively meet the needs and desires of customers. According to Stanton, Etzel, and Walker, authors of the book "Fundamentals of Marketing," the sales process "is a logical sequence of four steps undertaken by the seller to deal with a potential buyer and which aims to produce some desired reaction in the customer." In a super summary, these four steps are:
1. Prospecting: identify your potential customers and "connect" with them.
2. The previous approach or "pressured": make your idea interest them and capture their attention.
3. The presentation of the sales message: present a value proposal and negotiate.
4. Closing and after-sales services: conclude the sale and take care of the relationship with your client after the purchase.
Why should you know how to sell?
The "ability to sell" is a scarce competition that you should acquire if you want to strengthen your professional profile and make yourself attractive to the world of work. How many vacancies have you seen that ask for "sales experience"? According to the National Survey of Professional Competencies (ENCOP), almost half of the respondents in the Marketing and Sales area identify the competence of "capacity to sell" as the most important and the scarcest. Most candidates do not know how to sell, let alone know how to sell; for example, among the reasons why companies most commonly do not hire a young person are "lack of work experience," "not knowing how to sell," and the "lack of social skills." All three account for just over 52 percent of the reasons why an applicant is not accepted when looking for a job.
As a sales professional, there are two types of competencies that can help you succeed. The first are the "hard competitions" such as: the search for new opportunities, prospects for classifying clients, presentation, making budgets, etc. The second type are soft skills such as communication, empathy, decision making, and setting objectives.
There are thousands of guides and resources that can help you become a successful salesperson and develop those skills. Today we want to share our three favorite ideas to sell anything:
Do your homework. Investigate your client, know the person to whom you are going to sell something. Investigate your competition and think about the reasons why your client could reject your sale. Know what you are selling and the advantages - and disadvantages - of your product.
Ask and listen. Be patient, flexible, do not harass, and listen attentively to your client. Listen and know your needs and goals. Ask how you can help them and pay attention to all the details until you have more information.
Make an authentic connection. Any sales process involves a connection between the seller and the customer, empathy, and even a kind of friendship. If you listened well, at this point you know what your client is looking for and you can suggest how to solve the problem and satisfy their need.
That's right: all day we are selling something. Tell us how do you do to sell?